Commentary

Jeffrey Gitomer

Jeffrey Gitomer is the author of The Sales Bible and The Little Red Book of Selling. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com

Sales Moves

The prospect tells you, “I only need one more approval and the order is yours.”

What is engagement? Better stated, how can you engage other people to become interested in you and your product or service? Dale Carnegie (“How to Win Friends and Influence People”) says by becoming interested in them. And he’s partially right.

I define attitude as "The way you dedicate yourself to the way you think." Thinking negatively or thinking positively is a choice and a process.

Got attitude? “YES!” you all scream.

Having attended several networking events lately, I have heard the terms “lead” and “referral” bandied around.

Jeffrey: I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent. I read your stuff — OK, I’m a fan. I’ve been getting blown off or stalled from accounts and managers who don’t make the final decision.

Josh Coffy is a world-class Twitter expert.

Think back to your selling ability when you were a kid.

When I was 20, I knew everything. By the time I reached 21, I realized how stupid I actually was.

Ask anyone in New York City why their bagels are the best in the world and they’ll say, “It's the water!”

I asked my commercial insurance agent, John Cantrell, to give me a synopsis of his networking strategies. John has been a friend, client and vendor for years. Here are two important facts about John:

I am focusing away from having your best year ever and zeroing in on having a great year. For the past few weeks I have given you a list of 21.5 ideas that will drive the year’s results, and elaborated on several of the elements.

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